Sales Presentations

The Life Blood of A Company’s Success. A powerful sales presentation will determine whether your potential client buys from you or your competitors.

Creating Powerful Sales Presentations

Sales presentations may seem like a simple pitch, a demo, or a list of facts and figures, yet they are a lot more than that. Done well, this can help attract potential clients, get them excited and make them want to buy your product.

Some Key Tips to Creating A Sales Presentation

1. Make Your Presentation Relevant To the Customer

One of the worst mistakes you can make is to make your presentation too “generic.” You must be able to adapt to each person or company with your presentation. This means take time to research your potential client and become familiar with the industry in which they operate. Some ways are doing this are looking if they have any social media profiles or just look for their website. Find who their competitors are and do some research on them also, then tailor your presentation to show them that they gain a competitive edge of the opposition by using your service or software.

2. Look to create something that allows a connection for your product/service and the potential client.

During a presentation to a prospective client, you may want to prepare a sample of the product you intend to use in their program. After discussing the item with the potential customer, you hand them the item their team will be using. Rather than telling him about the item, you are giving them something tangible. This would make it possible for them to visualize the final product and examine it in detail. It would be easier for them to ask questions, and they would have a better understanding of how it is used in their own organization.

Also, emphasize the benefits, not the features, of your product. Tell your customer how they will gain from using your product versus your competitors.

3. Don't Dawdle

In today’s fast-paced world, there is no time for listening to long-winded discussions. Understand and practice what your most important points are so you can deliver them quickly.

Take notes of the customer’s comments and questions so that it will be easier for you to assess the specific needs of your customer, particularly:

How does your product address their need(s)?
Answer any objections or reservations the customer may have about the product.
Improve your product by using their feedback and/or refine future sales presentations.

4.Use Your Voice

If you really want to stand out, be enthusiastic and energetic. People often make the mistake of speaking in monotone when discussing items, they are knowledgeable about – which results in the other person quickly finding your presentation boring and disinteresting.

If possible, arrange to record the sales presentation. This will give you the opportunity to hear exactly how you speak in discussing your product.

5. Master your Performance

In The Sales Advantage, an example is given of a vending sales person laying a heavy sheet of paper on the floor, saying, “If I could show you how that space could make you some money, would you be interested?” What will it look like if you incorporate this approach compared to using the usual attitude of saying something like, “We’ll help you make more money.” What will it look like if you incorporate a certain level of showmanship into your presentation?

6. Use a Form of Physical Demonstration

Use a whiteboard or flip chart in the potential client’s boardroom during your presentation. Instead of just telling your client what you will do, stand up and deliver a presentation. During your presentation write down facts and figures, draw pictures, and record certain comments and statements from the discussion. The client now has something to view and allows them to make a decision faster.

7. Believe in Yourself and Your Product

Undoubtedly, this is the most critical element of any presentation. Does your voice or body language become more animated and energetic when discussing solutions? Does your voice exhibit excitement? Does your body language reflect your enthusiastic attitude? You need to try another approach if you fail to build interest in your product. If you are not excited about it, you cannot expect people to become motivated to buy it.

Need Sales Training?

Contact us today for prices on our sales workshops, tailored to your business needs.

Thank you for connecting with us.

The GoTime team will get back to you shortly.